客户关系维护:谁是销售

发布时间：2018-04-30 20:36

本文选题：客户管理 + 关系维护　；参考：《产业与科技论坛》2014年10期

【摘要】：随着时代的发展,销售已经不是传统意义上的一人一包一路跑了,特别是针对已经建立业务关系的老客户、大客户。企业前期投入大量的人力、物力、财力用以开发客户,然而在后期与客户的业务往来过程中却是不断出现各式各样的问题,有些问题甚至导致业务关系终止。老客户或者大客户销售不仅是具体销售负责人员的工作职责,同时也是组织内部各岗位人员通力配合、共同努力的结果。为建立高效组织、更好地服务客户,最终实现组织自身财务上、价值上增值的目标,不仅要求具体的客户服务人员,而且要求组织内部各岗位协调配合,同时,企业需调整自身相关销售激励制度,即将客户反馈纳入销售激励体系中,并制定相关制度及流程提升企业内部服务意识,更好地服务客户,维系长期合作关系。
[Abstract]:With the development of the times, sales has not been the traditional sense of "one person, one packet" running along the way, especially for the established business relationship of the old customers, major customers. Enterprises invest a lot of manpower, material resources and financial resources to develop customers. However, in the later period of business dealings with customers, there are various problems, some of which even lead to the termination of business relations. The sales of old account or major account is not only the work responsibility of specific sales personnel, but also the result of the joint efforts of all positions within the organization. In order to establish an efficient organization, better serve customers, and finally realize the goal of increasing value in the financial and value of the organization itself, it requires not only specific customer service personnel, but also the coordination of various positions within the organization, at the same time, Enterprises need to adjust their own relevant sales incentive system, that is, customer feedback into the sales incentive system, and develop relevant systems and processes to enhance the internal service awareness of enterprises, better serve customers, and maintain long-term cooperative relationship.
【作者单位】：中山大学管理学院;
【分类号】：F274

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